Building Long-Term Buyer-Seller Relationships in Food Chains

Peter J. Batt

No 24329, 14th Congress, Perth, Western Australia, August 10-15, 2003 from International Farm Management Association

Abstract: Building on the extent literature of buyer-seller relationships, we develop a model that describes the relationship building process. Starting from the suppliers offer quality, we demonstrate how relational satisfaction leads to trust and the customers desire to maintain the relationship. These variables are examined in relation to the situational factors (dependence and the exchange partners willingness to make idiosyncratic investments).

Keywords: Industrial; Organization (search for similar items in EconPapers)
Pages: 12
Date: 2003
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Citations: View citations in EconPapers (1)

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Persistent link: https://EconPapers.repec.org/RePEc:ags:ifma03:24329

DOI: 10.22004/ag.econ.24329

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